{
  "$type": "site.standard.document",
  "description": "Scope productized services by writing limits into the description, setting a minimum price, and using a pre-qualification process before any project starts.",
  "path": "/articles/scoping-productized-services/",
  "publishedAt": "2017-01-02T16:00:00.000Z",
  "site": "at://did:plc:jznynyzgerlqmdbbj33o7wfs/site.standard.publication/3mnll3icujb2z",
  "tags": [
    "Positioning and Pricing"
  ],
  "textContent": "A friend wrote in with this excellent question about scoping productized services:\n\n \nMy challenge when it comes to productizing my services is currently being around how to effectively scope the work.\nFor instance, I’m working on an application audit service. This is something I did for a couple of clients (with proposals) and the result and process was pretty similar from one to the next, so I can definitely see it as a productize candidate.\nThe basic problem is an application can be anywhere between 3 files (let’s say 300 lines of code) to perhaps 100 files or more.\nSince my service entitles a big reverse engineering part, the size of the project can dramatically increase the workload which could backfire having a price set in advance.\nEffectively scoping a productized service can be challenging.\n\nYou advertise a service offering a code audit, SEO review, or outreach to prospects to get a placement — but what happens if a prospect shows up with a huge code base? A thousand-page SEO site? Or a challenging outreach campaign that will require dozens (or hundreds) of emails for success?\n\nIn order to effectively scope your productized service, I recommend three things done independently or in parallel.\n\nScope The Service In The Description\n\nWithin your service description, scope the work.\n\nYou’ll review 3-5 pages in their funnel\nYou’ll review their top performing pages\nYou’ll review up to X lines of code in their app\n\nIf they need a larger service offering, you can offer a more robust service offering at a higher price point or start with the smaller service offering and then send a proposal for the larger scope of work.\n\nSet A “Minimum” Price\n\nSet a minimum price for your service:\nApplication Audits starting at $1,500\nThat way, if a prospects approaches you and wants to engage you for an Application Audit for their 100+ file application you quote them a higher price, scaled to the level of work required.\n\nHave A Pre-Qualification Process\n\nFinally, you should have a pre-qualification process, even for your productize services, so you can answer any questions they have and overcome any objections they have.\nThis also lets you qualify them by asking specific questions about the outcomes they’re looking for and the application that they’re looking to have audited.\n\nBy using the three techniques above, you’re able to overcome the ‘scope’ issue with productized services. Scope the service in the description, set a minimum price, and have a pre-qualification process to ensure the client (and the client’s needs) are a match for you and your service.",
  "title": "Scoping Productized Services"
}